July 12, 2010 – Companies using sales analytics/forecasting tools show consistently higher levels of performance around quota attainment, deal size, revenue per sales rep and reducing their sales cycle, according to a new research study. “Sales Forecasting: Analytics to the Rescue!” was published by Aberdeen Group, a Harte-Hanks Company, and examined 422 organizations' sales effectiveness.
Enterprise sales organizations are under increasing pressure from internal and external stakeholders to provide more accurate sales forecasts of revenue in order to better predict and improve the long-term health of their company. To maintain a competitive position, companies are turning to sales analytics solutions that provide an enterprise-wide data flow into the forecasting process, thus creating a more refined snapshot of future revenue and empowering more efficient, margin-driven sales activity as well as more pure selling time by the sales team itself.
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